Description

Working as part of Absolute's award-winning Sales team, Mid-Market Account Executives are primarily responsible for prospecting for new customers, relationship building with our partners, and meeting quarterly sales goals.

While the role's primary focus is new account acquisition, Mid-Market Account Executives are responsible for providing customer support to existing customers. Mid-Market Account Executives will engage with existing customers to review overall account health, new product offerings, and consultation to help sustain and grow our footprint in these accounts.

Responsibilities will include:

Pre-sales:

• Prospecting and Lead Conversion
  • Data mine high potential accounts, identify key accounts & contacts to engage
  • Follow up on all leads provided through marketing resources in a timely and effective manner. Develop & maintain a high lead conversion rate
  • Implement and maintain a high daily rate of outbound calling and email campaigns
  • Leverage prospecting tools such as Groove, Zoom and Nav.
  • Generate 4x pipeline coverage through strategic prospecting, multi-threaded executive outreach, and field events; rely on partners only to accelerate, never to originate
• Customer Engagement
  • Define the customers current IT situation, challenges and needs
  • Present Absolute product web demos to prospects and existing customers as a solution to their needs
  • Become a trusted advisor and product expert to all customers regarding endpoint security
  • Share customer best practices when able and acquire customer references
  • Attend onsite customer meetings and events where ROI is high for sales conversion
• Partner Support (OEM, DRC & VAR)
  • Build out an expansive network of lasting relationships with partners in your territory
  • Offer training through web virtual rooms and onsite visits
  • In territory meetings with prospective new customers, current customers, OEM & VAR partners.
  • Field partner sales calls to provide sales assistance and expertise
  • Assist and provide SKUs and pricing as requested
• CRM
  • Manage pipeline, ensuring an accurate forecast with daily updates in Salesforce.com & our forecasting tool Clari
  • Build and maintain an effective four quarter rolling 2-3x pipeline in Salesforce.com
  • Maintain customer accounts and contact database in Salesforce.com
  • Input and record pertinent meetings, emails, phone calls and supporting customer data into Salesforce.com as appointments, activities and/or notes to ensure seamless customer support

Post-sales:

• Compile and report revenue numbers, adjusting revenue, probability and close dates consistently as needed
• Reconcile quarterly revenue tracking with finances daily invoice summary
• Administer product upgrades and term extensions as requested
• Assist and implement customer onboarding
• Find, track and expand opportunities with existing customers
• Renew, upsell, expand and cross sell Absolute product portfolio across customer base

Department Initiatives and Knowledge Transfer Activities:

• Attend training sessions offered; grow knowledge of Absolute products/services and internal systems and tools, including Salesforce.com
• Stay current in Marketing collateral and related product / service positioning
• Mentor, coach and assist in the onboarding of new hires
• Build and maintain successful lasting professional relationships with internal support teams
• Contribute to a customer-focused environment that encourages information sharing, team-based sales activity, and an absolute focus on new business, expansion and development
• Work cohesively with sales peers. Share best practices and initiate effective joint coverage model when necessary
• Protect the security and privacy of Absolute and its customers
• Other duties as assigned by management

What You Will Need:

• Post-secondary education, preferred
• Minimum 5 years technology sales experience (SaaS and/or Enterprise software sales experience is a plus)
• Preferred Acquisition experience
• Comfortable using MS Excel, Outlook, Power Point
• Solid solution acquisition selling experience
  • Show/demonstrate how you have successfully prospected, qualified and closed net new customer acquisition business
• Familiarity with SFDC or equivalent Customer Relationship Management (CRM) systems and leveraging CRM as a sales management tool
• Experience in closing deals with structured sales methodology (Force Management or similar)
• Excellent customer and partner engagement and relationship-building skills
• Excellent verbal and written communication skills
• Outgoing, collaborative, responsible, and energized
• Demonstrated ability to learn technical products and solutions
• Ability to ensure interactions are always handled professionally and with the highest level of service

Compensation Transparency

The OTE range for this position is from $150,000-165,000 annually; the OTE includes a variable commission component and the pay offered is determined by the market location and may vary depending on job-related knowledge, skills, experience, and internal equity. As part of our total rewards offering, permanent employees in this position may be eligible for our annual bonus program.